Oracle Territory Manager Business User Flows

This chapter covers the following topics:

• Territory Administration Business Flow
• Sales Self-Service Business Flow

Territory Administration Business Flow

This business flow applies to all usages. The territory administrator creates and updates territory definitions as needed.

Territory Administration Business Flow

Steps

1. For each usage, such as Collections or Service, the administrator builds territory types to use when creating territories. Each territory type specifies the types of transactions it applies to, such as service requests or opportunities. Matching attributes are criteria used to identify territories. The administrator also specifies any matching attributes that are most likely to be used to create the territory. Matching attributes can be deleted or added during the final territory creation process.

2. The administrator creates at least one hierarchy of territories for each usage. Each new territory created must have a parent territory. Territory types are required to create a new territory.

3. Territories have effectivity start and end dates. It is possible to create territories for future dates.

4. The administrator designates the resources for the new territory and specifies the access each resource has to the transactions.

5. The administrator enters values for the matching attributes to define the matching criteria.

6. A concurrent program is run to complete the territory definition.

Sales Self-Service Business Flow

For the Sales usage, territory creation can be done in a self-service manner. Sales managers control their own territory definitions and assignments.

Self-Service Territory Creation

Steps

1. The sales administrator creates a territory for an entire sales group and assigns it to the top-level manager of the sales group, such as the vice-president. Two types of territories can be created for self-service:

   • Geographic: The administrator creates a territory type that includes geography and defines a geographic area, for example, California.

   • Named Accounts: A territory type exists for named account territories. Sales management determines what customers should be designated as named accounts and how they should be grouped into territories. The administrator creates a territory for all or a large group of named accounts that belong to a sales group.

   The sales administrator can take no further action with a geographic self-service territory after it is created and assigned to the top manager.

2. The top sales manager breaks up the territory into smaller geographies or groups of named accounts and creates child territories assigned to the next level of managers.

3. The next level of sales managers split up their assigned territories and assign them in turn to their direct reports.

4. Managers update their sales team information and territory definitions as needed.